There comes a point in every business owner’s journey when they have to take a long, hard look in the mirror and ask themselves: Is this business about me, or is it about something bigger? That mindset shift separates those who sell their businesses for top dollar and walk away with a legacy from those who struggle and stall.
And if there’s one thing we know about Texas, it’s that folks here don’t do things halfway. Whether it’s a ranching business passed down for generations, an oil and gas empire built from scratch, or an Austin tech startup with big dreams, success in the Lone Star State has always come down to vision, grit, and a willingness to play the long game. But vision and grit alone won’t get you across the finish line when it’s time to sell. That’s where the mindset shift comes in.
You Are Not Your Business
Most entrepreneurs start out as the absolute heartbeat of their business, making decisions, building relationships, and wearing every hat imaginable. But when it comes time to sell, a business that relies too heavily on its owner isn’t nearly as attractive to buyers as one that runs independently.
Dr. Tony Jacob, an expert in scaling and selling businesses, sees many business owners struggle with letting go. And it makes sense—years of blood, sweat, and sleepless nights make it tough to step back. But the businesses that fetch the highest valuations are the ones that can run smoothly whether the founder is in the office or on a Texas beach in Port Aransas. That means strong systems, a reliable team, and customers who trust the brand—not just the owner.
Thinking Like a Buyer Changes Everything
If you were buying a ranch, would you rather purchase one where the owner still personally feeds the cattle and fixes the fences every morning, or one with a great team, efficient operations, and a track record of profitability? The same logic applies to businesses.
That’s why smart business owners—especially in fast-moving Texas markets—start thinking like buyers long before they ever plan to sell. They focus on recurring revenue, predictable cash flow, and reducing dependence on any one customer. They document processes, clean up financials, and ensure there’s a management team ready to take over. Dr. Tony Jacob points out that too many business owners wait until they’re ready to sell before making these changes, but those who plan ahead enjoy a smoother and more profitable transition.
Emotion vs. Strategy
Texans take a lot of pride in what they build—whether it’s a family-run barbecue joint that’s been around for generations or a booming Houston real estate firm shaping the city’s skyline.
These businesses are legacies, built with hard work, sacrifice, and a sense of identity. So when it’s time to step away, it’s never an easy decision.
When it comes to selling, Dr. Tony Jacob stresses that the best deal isn’t always the one with the biggest paycheck. The right buyer understands the business, values what’s been built, and is committed to its future.
Letting go is hard, but doing it the right way means the business keeps thriving, employees stay secure, and the legacy lives on.
